Partner Success Manager

AREA DESCRIPTION

The Telco industry, under the leadership of José María Álvarez Pallete, chairman of Telefonica, is opening its networks to third party developers to give them access to Telco capabilities through APIs. This enables applications to control key functionality of the network, implementing different use cases such as Fraud Prevention through Identity, Quality of Service (low latency, etc.), location, messaging, etc.

The Open Gateway area in Telefonica is part of the Chief Digital Officer Unit, reporting directly to the President. Our objective is to create new revenues for the Telefonica Operating Businesses (countries) by exposing internal telco capabilities to developers through APIs, that are standardized among all Telcos.

Within the Go-to-market team, we are helping to close partnerships with Hyperscalers  and Aggregators, so they can act as Channel Partners in each country, to enable Enterprises’ developers to access the APIs in a familiar cloud environment or marketplaces. We also collaborate with System Integrators to add our API portfolio to their technological toolset. We have also launched a Telefónica Open Gateway Partner Program, to support local and global business development and commercial activities.

MISSION

As an Open Gateway Partner Success Manager, you will implement and execute an active channel management with high-value & global Channel Partners, ensuring the correct execution of the agreed GTM strategies, and the partner success when exposing Open Gateway APIs to Enterprise’s developers. You will also implement and operate all the activities required within the Telefónica Open Gateway Partner Program.

MAIN DUTIES & RESPONSIBILITIES

• Maintain and strengthen relationships with high value Channel Partners ensuring a clear governance and collaboration with other GBUs or local teams
• Agree jointly with Local OBs, GTM plans with key Channel Partners
• Monitor partner’s performance (based on funnel) and keep track of advances in all agreed areas (funnel, product, marketing, training, etc) to ensure they meet established objectives and propose acceleration plans
• Provide ongoing support to partners, ensuring they have the resources needed to sell the OGW APIs, and coordinate with different areas to solve any issue or stopper in open opportunities
• Organize and coordinate training programs to educate partners sales force or related areas about the OGW APIs and key processes with each OB
• Ensure alignment with the Partner Program structure including benefits, requirements, and incentives, keeping partner portal updated with content, resources, industry information and developing partner manager tools.
• Coordinate the planning and execution of joint marketing campaigns or demand generation activities (includes the organization of workshops, webinars, events, etc).
• Implement incentive programs, promotions, and discounts deployed within the Partner Program and with Local OBs
• Develop a comprehensive onboarding process and partners journeys to ensure new partners understand the company’s products, services, and sales strategies.
• Develop certification and accreditation programs to ensure partners maintain a high level of knowledge and competence in the company’s offerings.

NATURE OF PROBLEMS & CHALLENGES

• Carry out complex negotiations with main industry players, to ensure a healthy capture of the value chain by Telefónica.
• Manage internal stakeholders such as the Business Development, Product, Delivery, Strategy and Marketing teams, as well as external stakeholders such as the Partners, the OBs and other telcos.
• Documenting and reporting partners performance status to different stakeholder

TEAM
The Open Gateway Partner Success Manager will report to the Head of GTM Strategy and Partner Program in the global area of Telefónica Open Gateway.  

EDUCATION REQUIRED

Preferably, but not required, MSc/BSc degree in Economics, Business Administration or Marketing. Degrees in Computer Science, Telecommunication Engineering, Industrial Engineering or related technical field are also welcomed if the candidate has substantial experience in partners management.

KNOWLEDGE AND SKILLS

• Experience in partner programs, channel partners management, and/or indirect sales
• Any Network or Telco experience will be valued: network protocols, 5G, radio, etc.
• Teamwork, enjoy working together and open to share ideas/support.
• Resilient, needs to understand the challenges of working within and with big organizations.
• Results oriented: Doing the job effectively, proactively and achieving the organization's objectives.
• Ability to engage people from different departments and levels of the organization.
• Communication skills: active listening skills and the ability to express and convey ideas to customers, peers and others within the organization.
• Ability to produce business, technical and commercial documentation and deliver/communicate it to a high-level audience.

PROFESSIONAL EXPERIENCE

• +7 years of experience in partners management, partnerships or indirect sales
• Driven, self-motivated, results oriented: proven experience.

LANGUAGES

• Fluent in Spanish and English
• Portugues or German will be a plus.

#UnidadesGlobales #CDO #OpenGateway #PartnerProgram

When you join Telefónica

You join almost 100 years of history, a team of 106 nationalities present in more than 35 countries. You join a team that works to connect people wherever they are, without borders. A team that is leading the digital revolution with the same enthusiasm as on the first day in all our businesses, creating the best digital ecosystem for our clients: Network, IoT, Cloud, Cybersecurity, Innovation, etc. At Telefónica you have everything you need to create the best version of yourself. We need people like you to join this great challenge, who want to create the Telefónica of tomorrow.

At Telefónica we are committed to new ways of working and we are leaders in the implementation of Digital Disconnection under the principle “Disconnect to Reconnect”.

You join a company whose activity is governed by its ethical code, Our Principles of Responsible Business. We are looking for people who identify with these issues, who help us make decisions based on integrity, commitment and transparency and who are committed to ethical management, promoting fairer and more sustainable social and environmental development.

#WeAreDiverse

We are convinced that diverse and inclusive teams are more innovative, transformative and achieve better results. For this reason, we promote and guarantee the inclusion of all people regardless of gender, age, sexual orientation and identity, culture, disability or any other personal condition.